““The first move was to hook her attention. “I’ll tell you something about yourself that other people probably don’t know,” I began. “People sometimes see you as shy or bitchy offstage, even though you aren’t.” “Totally,” she said. “Do you want to know why?” “Yeah.” I was creating what’s called a yes-ladder, capturing her attention by asking questions that require an obvious affirmative answer. “I’m watching your eyes when you talk. And every time you think, they go down and to the left. That means you’re a kinesthetic person. You’re someone who lives in her feelings.” “Oh my God,” she said. “That’s totally true.” Of course it was. It was one of the value-demonstrating routines I’d developed. The eye goes to one of seven different positions when someone thinks: Each position means the person is accessing a different part of their brain. As I taught her how to read different types of eye movements, she clung to every word. Her legs uncrossed and she leaned in toward me. The game was on. “I””
